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INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
August 2016
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Message from Your IIASD’s District 6 Director
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My wife, Lisa and I own and operate Rosholt Insurance Agency in Rosholt, SD. We have been married for 35 years and have two adult children and 3 grandchildren.
My career in the insurance industry started in May of 1979 after I studied and passed my Life and A&H exams in Minnesota. My first insurance job was with Pennsylvania Life selling life and disability. The job basically consisted of cold calling door-to-door. In 1979, I began working for a bank-owned independent insurance agency in Dilworth, MN, and studied and passed the remaining insurance exams. This was back in the day when you took separate exams for each line of insurance. There, I sold and serviced all lines of insurance and also began working as a teller in the afternoon. So, I sold insurance in the morning and ran the drive-up teller window in the afternoon! I later moved into a consumer lender position and from 1985 –2011, worked for banks across western Minnesota working in the areas of banking and insurance. In the mid 90’s, I was primarily working in the financial area and no longer kept my insurance license. In December of 2001, I accepted a job as a Market President at Great Western Bank in Rosholt, SD. When I found out that the owner of the local independent insurance agency in Rosholt was thinking about retiring and looking for a buyer, I tried to convince the bank to purchase the agency but they couldn’t work out a deal. In June, 2007, Lisa and I purchased Rosholt Insurance Agency and I had to start from the beginning and pass my insurance exams. Lisa became licensed and joined me in the agency in 2009 and we now have a third licensed agent. Because of our location, we write business in Minnesota, North Dakota andSouth Dakota. We work with eight main companies and six brokers on the P&C side and three Crop Hail and Multi-Peril Crop carriers.
It is my pleasure to serve as your District 6 Director which includes agencies located in Brown, Day, Grant, Marshall, Roberts and Spink counties.
John Meyen IIASD District 6 Director
2016 OFFICERSPRESIDENT
Pat Tollefson Insurance PlusAberdeen, SD
PRESIDENT-ELECTAnnette Conway
Black Hills Agency IncRapid City, SD
VICE PRESIDENTJesse Konold
Key Insurance Inc.Mobridge, SD
SECRETARY-TREASURERJanet Noteboom
The Insurance CenterWinner, SD
PAST PRESIDENTSteve Walker
First Madison InsuranceMadison, SD
IIABA STATE NAT’L DIRECTORDan Maguire
Black Hills Agency IncRapid City, SD
2016 DIRECTORSDISTRICT # 1
Jesse KonoldKey Insurance Inc.
Mobridge, SD
DISTRICT # 5Janet Noteboom
The Insurance CenterWinner, SD
DISTRICT # 2Mindy Huntington
Fischer Rounds & Assoc.Watertown, SD
DISTRICT # 6John Meyen
Rosholt Insurance AgencyRosholt, SD
DISTRICT # 3Rich Job
HUB International Mountain States LimitedVermillion, SD
DISTRICT # 7Derrick Linn
Leavitt Heartland Ins. ServicesSturgis, SD
DISTRICT # 4Amy Olson-Miller
McKinneyOlson InsuranceSioux Falls, SD
DISTRICT # 8Deana Taylor
Agents of InsuranceRapid City, SD
EXECUTIVE VICE PRESIDENTCarolyn Hofer
IIASDFort Pierre, SD
INDEPENDENT INSURANCE AGENTS OF SOUTH DAKOTA
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The Executive Corner Carolyn Hofer, Exec VP
Summer is Winding Down!
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The three summer months seem to fly by faster than any other months of the year. Granted, it has been a dry, weary August and I honestly look forward to the cool days of fall and winter! Fall is the time when we “get back to work”! Vacations are over – school is back in session and we get back into a routine again. That’s definitely true at the IIASD office in Ft. Pierre. We are busy preparing for Annual Convention coming up at The Lodge in Deadwood on October 1st – 4th. Registrations are coming in – you can register online at www.iiasd.org or print a registration form and fax or email it to us. We are offering meaningful learning opportunities for every one of our agent members with continuing ed sessions on life insurance, risk analysis, and P&C. Crop agents can hear about the Ag Market Forecast and update on the Multi-Peril Crop Program. With all of the industry challenges facing agency principals, we are focusing sessions on leadership for Young Agents, marketing with technology and rules and regulation changes that affect agency owners. We are excited to have several representatives from our IIABA team join us this year including our National Board President, Randy Lanoix of Lanoix Insurance out of the Baton Rouge, LA area. Agency Principals should have received a special invitation with Free Convention Registration offer this past week. We felt it was time IIASD paid tribute to our Agency Principals and say “thank you” for your membership and the risks and challenges you have taken and continue to deal with while competing in this ever changing industry and for mentoring the upcoming independent insurance agency generation. A special IIASD hosted social just for Agency Principals is scheduled for Monday evening prior to the Banquet. Deadwood is a great destination for a long weekend get-away and agents and industry partners find a little more time here to network, relax, socialize and have a little fun…..which will again include the Slot and PokerTournament on Sunday evening and a great evening of entertainment at the Monday evening banquet. Those who have attended Convention in Deadwood find a way to return. If you haven’t attended in a few years, schedule it in. If you are the agency principal, allow us to honor you at this event. Independent insurance agents build their business on relationships and the IIASD Convention is your opportunity to enhance relationships with company and industry partners and fellow agency members.
Join us at Convention in Deadwood
E&O EDGE – Megan Linn, E&O Administrator
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Contact Info:Megan Linn
Phone: (605) 224-6234Fax: (605) 224-6235
Mergers and Acquisitions Can Create E&O Exposures
By: Barbara Rocco It's a familiar tale: An agency has enjoyed great success, so its principals decide the time is right to expand their business and acquire another agency. After finding one that will blend in perfectly, they arrange meetings, sign contracts and the deal is done. Nothing left to do but enjoy the payoff, right? Not so fast. The assumption that "bigger is better" can lead to disaster if the agency's focus is on growth alone, with no attention to E&O risks.What if the agency you’re acquiring made a few missteps that escaped attention? When those mistakes finally come to light, how can you ensure your agency isn’t stuck footing the bill? Here are a few steps to keep in mind. 1) Learn about the acquired agency's policies and practices as soon as you can. Multiple locations increase exposure to professional liability claims: The larger the agency, the more people involved, and the greater the opportunity for error. 2) Establish a plan regarding each employee's responsibilities. This should include a review of current responsibilities and training on how to handle business the acquired agency previously procured. 3) Actively integrate successful, well-established procedures into the merged agency. Meet with new employees and educate them on procedures and expectations. Consistent and uniform utilization of policies and procedures is imperative as an agency grows. 4) Before the deal is finalized, the acquiring agency should confirm that the purchase contract includes indemnification language protecting it from claims related to the negligence of the acquired agency, in case it committed a wrongful act prior to the acquisition. Similarly, the acquired agency should purchase tail coverage for its own protection. 5) Notify your E&O carrier about the acquisition. Acquiring another agency typically means a change in risk, so E&O policy language commonly requires reporting of all mergers & acquisitions within 90 days. But not all E&O policies are created equal: Effective Sept. 1, Swiss Re Corporate Solutions will add an enhancement to its policy which increases the maximum reporting time to 120 days. Bigger can be better, but only if you take the proper steps to learn about the new agency, install your culture, educate your people and clearly document that
your firm is not taking on the liabilities of the acquired agency for past mistakes.
Barbara Rocco is an assistant vice president and claims specialist at Swiss Re Corporate Solutions. Insurance products are underwritten by Westport Insurance Corporation, a member of Swiss Re Corporate Solutions.
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Division of InsuranceNews and Views
SIMPLE SOLUTIONS TO ATTRACT AND RETAIN CUSTOMERS.
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Karen BailoGM, Agency Sales
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Consumer Education
Division of InsuranceContact Information:Larry Deiter, DirectorSouth Dakota Division
of Insurance124 S. Euclid Ave. 2nd Floor
Pierre, SD 57501Phone: 605.773.3563
Fax: 605.773.5369
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The South Dakota Division of Insurance in conjunction with the National Association of Insurance Commissioners reminds all agents about the helpful insurance information and consumer tips available online through Insure U (www.insureuon-line.org).
Insure U provides insight on complex insurance and financial planning considerations that impact people at various stages in their life. Insurance needs vary greatly from person to person and situation to situation. Agents can utilize this online information to aid consumers facing various life events and help them understand their insurance options.
From the basics of insurance for a new car purchase to the more complex areas of a new addition to the family or a job change, information on a wide variety of topics is at your fingertips. Tips and tools are available for life events such as buying a new car, getting married, purchasing a home, starting a family, and career changes. Materials also address life stages from young singles, new or established families, domestic partners, to seniors, baby boomers, and custodial grandparents. The website includes special sections covering senior insurance education, cybersecurity, insurance 101 for teen drivers, and tips for millennials.
The Division encourages agents to share the information from www.insureuonline.org with consumers exploring insurance options or needing to make insurance decisions.
Kayla’s Technology Advice
How Technology Is Changing the Risk Landscape for Construction
Article by: CHUBB
Policies are underwritten by Great American Insurance Company, an equal opportunity insurer, 301 E. Fourth Street, Cincinnati, OH 45202. Visit GAIG.com. Price FlexTM is a trademark of Watts & Associates, Inc.
Contact Mike Mason / 605-870-0154Nathan Frolek / 701-205-9036
Add muscle to MPCI with Price FlexTM
Price Flex is not available in all states.
Price Flex — now available for the 2017 crop year — allows greater flexibility in marketing crops by providing added protection from fluctuating prices. It provides additional discovery period options to existing MPCI coverage.
Available for:
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Technology’s role in construction is reshaping the risk landscape of the industry. Today, contractors are performing more technology-assisted design work, using sophisticated software tools, applying more innovative project delivery models that include design elements and bringing more mobile technology to the job site.
But these trends create professional liability and cyber exposures many contractors may not recognize.
As contractors play an expanded role that includes design, they also take on the professional liability exposure for their own work and work done on their behalf. For instance, increasingly popular design-build contracts streamline projects by combining construction with professional services such as architecture and design. Contractors also provide professional advice on projects using construction management delivery systems whether at risk (CMar) or as agency (CM Agency).
Contractors may face increasing professional liability risks tied to new project software, such as building information modeling (BIM) systems, and growing cyber risks due to the proprietary and confidential data they use and store.
BIM provides a sophisticated three-dimensional representation of a project that architects, designers, engineers and subcontractors can share to coordinate design and project delivery. Because computer models and systems contain valuable and critical building plans and project files, they present a target for hackers.
Mobile devices such as tablets and smartphones present risks as well. The loss or theft of even one device can represent a serious security breach.
Employees who use their own devices for work may download malware-infected third-party applications that seek out sensitive corporate information. Cybercrime, though, often takes the form of email phishing and spear-phishing attacks that seek to exploit human error to defraud the firm or to access the corporate network.
As the construction industry continues to evolve, so do the risks. As contractors adapt their risk management strategies to meet these new challenges, they should seek to work with a carrier that has expertise in the construction industry and the professional liability and cyber risks that are part of today’s projects.
Learn more about risk management strategies, data security and other steps contractors can take against growing professional liability and cyber exposures in the Chubb advisory, “New Business Models, Technology Raise Professional Liability Risks for Contractors.”
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© Copyright Employers Mutual Casualty Company 2015. All rights reserved.
Omaha Branch: 800.338.9735 | Home Office: Des Moines, IA
EMC’s Commercial Policyholder Access saves your clients time by providing online information about their EMC policies, reducing the amount of time you spend answering routine questions. That means more time for selling and servicing clients. Count on EMC® to help you make the most of your time. Ask your EMC marketing representative how to sign up your clients for Commercial Policyholder Access.
RILEY TONKINMarketing RepresentativeEMC Omaha Branch
SAVE YOUR CLIENTS TIMEAND MAXIMIZE YOUR TIME, TOO.
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If you ability to drive was suddenly curtailed due to a disabling illness or injury, what revenue-generating options are available to help meet your continuing business expenses?
With Assurity’s AssurityBalance® Business Overhead Expense Insurance (BOE), you have the help you need to protect your business, your truck, and your home in the event of your disability. BOE’s advantages include:
Business Overhead Expense Insurance
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You’re vital to the success of your business - it could fail if you become disabled.
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Call Financial Markets, Inc. today to learn moreabout Business Overhead Expense Insurance!Policy Form No. A-D106. This policy may contain reductions of benefits, limitations and exlcusions. For costs and complete details of the coverage, please contact your agent or Assurity Life Insurance company. Products may vary by age, state, premium or interest rate. Financial Markets, Inc. does not solicit in the state of New York. Financial Markets, Inc. does not provide tax or legal advice.*Tax questions should be referred to your tax advisor.A993-0216
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Trusted Choice Announces Rural Advantage Bundlefor South Dakota
Do you want consumers to find your agency at the top of the list when they “Locate an Agent” onTrustedChoice.com? If you search the “Locate An Agent” feature of the TrustedChoice website, you find that some agencies have much more visibility because they have purchased the TrustedChoice.com Advantage Bundle. The great news is that this optimization subscription is now being offered to counties in South Dakota with population of less than 100,000 at a 62% discount off the current price. All agencies in South Dakota are eligible for this discount with the exception of those located in Pennington and Minnehaha counties.
For only $49 per month, agencies in rural counties will receive both commercial and personal lines Advantage profiles, along with the internet referrals that they bring. This pricing will be guaranteed for a minimum of 12 months. Like all Advantage subscriptions, agencies can cancel at any time with thirty days notice.
IIASD is embarking on an extensive Search Engine Optimization project before the end of 2016 where TrustedChoice.com will be working with us to make sure South Dakota consumers find TrustedChoice.com near the top of Page 1 when they search “insurance agent”. This is a great time to take advantage of the rural pricing offer so your agency profile will be optimized and appeal to consumers who are searching for a local agent.
Insuring the Midlands Since 1891
Andy KrausVice President of Agencies
800-742-7433 [email protected]
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MISSOURI VALLEY MUTUAL
INSURANCE COMPANYMain Office in Burke, SD
SERVING SOUTH DAKOTA
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New Features and Coverage Enhancements for RPG Westport Policy Form
Effective 9-1-16, Westport Insurance Corporation has made coverage enhancements designed to
reflect the evolving needs of agents. The following is a snapshot of some of the major improvements.
• Catastrophe Extra Expense – Increased sublimit to $25,000/$50,000. • First Party Breach of Data – Increased per incident limit to $25,000. • Regulatory Defense – Increased coverage to $60,000 per policy period. • Loss of Earnings – The amount for reimbursement for loss of earnings or temporary staff for attending depositions or trials increased to $750 per insured per day/maximum of $30,000 per policy period. • Insured vs Insured Exclusion – Added caveat that exclusion does not apply if the enterprise to whom services were rendered did not influence the Insured or intervene in the rendering of such services. Also, premium is no longer charged to provide coverage for the entity that has equity interest in the Insured. • Deductible Reduction Feature – Increased deductible waiver to 100% and increased maximum waiver amount to $25,000. •Acquisitions and Mergers – Increased reporting time to 120 days.Please note that some coverage features may not apply to all policyholders. Any questions, please contact me.
Megan Linn- [email protected]
IIASD AWARD NOMINATIONS
Here is your opportunity to recognize an individual who has made a difference in your insurance career and is dedicated to the betterment of the insurance industry. We are looking for nominations for the following awards categories:
Customer Service Rep of the Year Adjuster of the Year Agent of the Year Crop Agent of the Year Company Person of the Year
Recipients will be chosen by the IIASD Exec Boardand honored at the Convention Awards Luncheon onOctober 3rd.
Complete the nomination form or email or [email protected]. 605-224-6234 or 605-222-0649.Nomination must be submitted by September 15th.
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NOW PLAYING!WWW.ACUITYU.COM
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A number of moderate Democrats introduced a bill now pending in the U.S. House of Representatives that would amend portions of a Department of Labor (DOL) rule regarding overtime pay. The rule will impact many Big “I” agencies and their small business clients, and is currently set to take effect Dec. 1, 2016.
Last week, Rep. Kurt Schrader (D-Oregon) introduced H.R. 5813, the “Overtime Reform and Enhancement Act,” co-sponsored by Reps. Jim Cooper (D-Tennessee), Henry Cuellar (D-Texas), Collin Peterson (D-Minnesota) and Gwen Graham (D-Florida).
The DOL rule updates a regulation that exempts certain employees from overtime and minimum wage requirements, and requires that employers pay overtime to many employees who were not previously entitled to it. Among other things, the rule raises the minimum salary threshold to exempt employees from overtime and minimum wage requirements under the administrative, executive, professional or computer “white-collar” exemptions by 100%, from $23,660 to $47,476.
H.R. 5813 would delay implementation of the $47,476 salary threshold, replacing it with a $35,984 salary threshold beginning Dec. 1. The $47,476 salary threshold would phase in over a three-year period, with annual increases of about $3,800 effective Dec. 1 2017, 2018 and 2019.
The new DOL rule also requires that the $47,476 salary threshold undergo automatic adjustments every three years, starting in 2020, when estimates expect it to reach $51,168. H.R. 5813 would eliminate these automatic increases to the salary threshold and require the DOL to go through the rulemaking process to update the salary threshold in the future. The bill recognizes that future administrations should update the overtime rules as the Fair Labor Standards Act requires, but it limits the DOL’s ability to update the rules on autopilot without stakeholder input.
The Big “I” is working with Partnership to Protect Workplace Opportunity, a coalition of various businesses and trade associations that the rule will negatively impact, on congressional outreach and advocacy efforts related to this legislation. The partnership will also address S. 2707 and H.R. 4773, the “Protecting Workplace Advancement and Opportunity Act,” by Sens. Tim Scott (R-South Carolina) and Lamar Alexander (R-Tennessee) and Reps. Tim Walberg (R-Michigan) and John Kline (R-Minnesota), along with other legislative efforts related to the rule.
Finally, the Big “I” also prepared member resources to help agencies better understand the implications of the DOL rule, including a Q&A document. Members must log in to view the document.
Article by: Jennifer Webb is Big “I”Federal Government Affairs Counsel
Group of House Democrats Pushes Back on DOL Overtime Rule
800.776.4045 | www.RainHail.comThis institution is an equal opportunity provider and employer.
We know what it takes to be successful in the crop insurance business: relentless determination, endless patience, self-reliance and a commitment to our agents and growers that is second to none. Rain and Hail continues to support our agent partners with service and technology that lead the industry.
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Featured Gold Partner
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Products and services are provided by one or more insurance company subsidiaries of W. R. Berkley Corporation. Not all products and services are available in every jurisdiction and the precise coverage afforded by any insurer is subject to the actual terms and conditions of the policies as issued. Continental Western Group is not liable for any loss resulting from use of information in this advertisement. | Copyright © 2016 Continental Western Group®. All rights reserved. | 1688CWG-AD-02-16
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totallyA R E YO UWORRY FREE?
West Des Moines, ioWA • 800.274.3531 • WWW.iMtins.coM
WWW.IMTINS.COM
WIN CASH!1st Place- $3,0002nd Place- $1,000
3rd Place- $5004th Place- $2505th Place- $250
$20 per ticket (1500 tickets will be sold)
All proceeds go to I-PAC & InsurPac.
Drawing will be held Oct. 3rd, 2016.
Support I-Pac and/or InsurPac
Drawing - Oct. 3rd, 2016 - Convention in DeadwoodThis is a “Win-Win Opportunity! – Proceeds go to SD I-Pac or InsurPac. They both work hard to protect our industry and small business. Contact IIASD at 605-224-6234 or send personal check to 305 Island Drive, Ft Pierre, SD 57532
Minneapolis, Minnesota | 612.564.1880toll free 800.328.1693 | fax 612.564.1881minneapolis.burnsandwilcox.com
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always come first, keeping the focus on growing your business. Don’t compromise. Partner with the leader who works with you instead of
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Announcement of Elections
Elections to the IIASD Board of Directors will be held at the State Convention during the annual business meeting on Monday October 3rd, 2016, at 3:45 PM. The meeting will be held in the Convention Center at The Lodge in Deadwood, 100 Pine Crest Lane, Deadwood, SD.
The following Districts have expiring terms:
District 1 – Campbell, Corson, Dewey, Edmunds, Faulk, Hand, Hughes, Hyde, McPherson, PotterStanley, Sully, Walworth. Two-year term – Jesse Konold is currently the director and will be movinginto the President-Elect Chair.
District 3 - Clay, Lake, Lincoln, McCook, Miner, Minnehaha, Moody, Turner, Union, Yankton.Rich Job is currently filling this position and has indicated his intent to run again. Two-year term.
District 6 - Brown, Day, Grant, Marshall, Roberts, Spink. John Meyen is currently serving in this district and has indicated his intent to run again. Two-year term.
District 8 – City of Rapid City – Deana Taylor is filling out a one-year term and has indicated her intent to run again. Two-year term.
The position of STATE NATIONAL DIRECTOR is up for a three-year term. Dan Maguire is currently serving as our SND and his indicated his intent to run again. The State National Director will be elected by the membership at the Annual Meeting.
If you have any questions or are interested in running for a director’s position or State National Director, please send your written notice of intent to Carolyn Hofer, IIASD, 305 Island Drive, Ft. Pierre, SD 57532 or email to [email protected].
Serving on the Board is an investment in the future of our industry. Step forward and have a voice.
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Trust matters.
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When choosing an insurance carrier, make it simple. Go with an established company that is financially solid and trustworthy.
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The honor is straightforward and simple: trust matters.
Trusted Choice Student Scholarships
In our commitment to give back to our membership in a meaningful way and promote the Independent Insurance Agents’ Trusted Choice brand, IIASD will again be awarding five (5) scholarships for $500 each to student child of an IIASD member agent.
Qualifications:• Member applying is a parent or guardian in good standing with IIASD• Recipient is a student who is currently enrolled in a higher education program at a college, university or trade school
Drawing will be held at the IIASD Convention . You do not need to be present to win.Complete the nomination form (here). For more information, contact the IIASD office
at 605-224-6234 or email [email protected].
Click Here for the Trusted Choice Scholarship form
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BIG NEWS!! A.D. Banker of the Dakotas has changed its name to
1st Dakota Insurance School.
We continue to partner with IIASD to offer the following:
**Licensing Materials and Classes (for Property/Casualty and Life/Health Exam
Preparation)**Continuing Education Classes**Online Courses and Webinars
We are continuing to offer the materials you are familiar with.
Be sure to check out our new website at www.1stdakins.com
Use Promo Code 1594626 to receive your 15% member discount
Sandy Kost1st Dakota Insurance School
2601 S Minnesota AveSuite 105-244
Sioux Falls, SD 57105605.271.4440 or 877.317.3087
FRAUD Convictions
FRAUD CHARGES
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Passengers in a staged crash ring were slashed with razor blades, punched in the face, hit with poles, and had their foreheads scoured with wire brushes to appear injured. Michael Burris headed a local crime family in the Evansville, Indiana area. He bought cars and insured them just weeks before the phony wrecks. Drivers rammed the vehicles into trees or other fixed objects in remote areas. The drivers left the scene and nearby cohorts jumped into the badly damaged vehicles. They waited until emergency personnel responded. The bloodied passengers made false police reports then went to the hospital and rang up large bills. Vehicles often were loaded with up to four people. Some were minors and pregnant women. Burris coached the passengers to act injured by waiting for emergency responders to extract them from the vehicles. His gang set up at least 12 crashes that stole $600,000 or more. Burris was handed 9½ years in federal prison.
The bungled attempt to murder a pregnant Norfolk, Virginia woman for life insurance has earned a would-be killer five years in prison. Anthony Johnson wanted Navy seaman Elizabeth Shelton out of the way. He promised three associates a healthy share of the expected $400,000 in life insurance money. High school dropouts Robert Burnette and Tristan Reeder crept into the home through a door that Johnson left unlocked. They pretended to choke Johnson until he pretended to pass out. Then they attacked Elizabeth. The pair stabbed her several times and stomped on her head. The duo then fled, thinking she was dead, though Elizabeth survived. Reeder is the latest to plead guilty, receiving five years in federal prison. Johnson likely will receive 35 years when sentenced in August. Burnette has received 12 years.
Carlins Calixte was a lead member of a gang that staged about 50 car crashes in southeastern Connecticut.Most were single-vehicle crashes on remote roads. The only witnesses were vehicle occupants. Ring members filed false damage and injury claims. Insurance payouts usually ranged from about $10,000 to $30,000 per crash. Calixte was involved in at least seven incidents and assisted with others. He faces up to 20 years in federal prison when sentenced September 30.
Kristina Russell runs two Ohio firms that provide vocational rehab and job placement for injured workers. She consistently billed the maximum mileage (130 miles) and time allowed per claim for the vocational- rehab program of the state Bureau of Workers’ Compensation. Russell also billed BWC for mileage, travel time, and wait time she either did not incur or incurred for non-BWC clients. She also submitted forged bills and treatment notes. Russell received five years of community control and must repay BWC $20,869.
The dance. That was the code for staged crashes allegedly managed by former Kansas City Chiefs wide receiver Jeff Webb. His suspected Riverside, California-based gang stole $139,000 by crashing cars into poles and curbs to lodge expensive injury claims from minor crash damage. Another $70,000 in claims was pending. They used rental and privately owned vehicles. The alleged nine-member gang ended up in court when a suspect admitted a crash was a setup. Webb called the crash “the dance.” He played football for San Diego State before ending up with the Chiefs for three seasons.
David Arnold Cook is on a collision course with fraud charges — and other vehicles. The Tacoma, Washington man and nephew Anthony Jamal Scott collided with another vehicle in an apartment complex parking lot. They filed injury claims with Cook’s insurer, Geico. Scott sought money to pay for unspecified future medical treatment. The at-fault driver’s insurer, Farmers, paid Cook for his injuries and car damage. Yet the at-fault driver and a witness say Cook was alone in his car during the collision. They saw Scott only when he came out of his apartment as the cars collided, they say. Cook also collided with a plumbing truck that ran a red light. He claimed lost wages with the plumber’s insurer, allegedly using false documents and info, the Washington insurance department says. Cook was charged but failed to show for his court date and was branded a fraud fugitive. Police caught up with him earlier this week in Seattle and took him into custody.
www.claimsassoc.com
Jeff Jares, AIC AIM, President Christopher W. Madsen J.D. General Counsel
Adjusters – Sioux Falls
Nancy Almendinger Jennifer Andrisen Selzler Cory Beck Bill Blackman Lynn Bren Blake Dykstra Kay Greve Dave Johnston Collin Karsky Amy Kvernmo Chad Moore Wendi Peterson Kimberly Rausch Dave Sendelbach Tim Wieker
Adjusters – Rapid City
John Keffeler Bruce Eleeson
Case Managers
Kelly Rud RN BA LNCC Jane Kruse RN BSN Deb Whipple RN BA CCM Lori Schaefbauer RN BSN CCM We commit ourselves to providing the highest quality claims and case management services
available in our industry. Please visit our website for complete information.
Download Western National’s mobile app todayin iTunes or Google Play.
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IIASD’s Schedule of Events for 2016
October 1st-4th
Board Meeting/ Annual ConventionDeadwood
Online Registration will be open for:
Convention: August 1, 2016
Go to www.iiasd.org to register.
2016 Convention Hotel Information:The Lodge in Deadwood is full.
Overflow Hotel Information:SpringHill Suites322 Main StreetRoom Rate: $99
Phone: (605) 559-1600Mention you are with IIASD
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Dare we say, no one does it better! We are theNo. 1 writer of Work Comp in South Dakotaand are proud of our A- rating from A.M. Best.Our company is propelled by passionate,skilled professionals who work hard every dayto make sure we stay on the top of our game.We aim to provide an amazing customer experience to our agents and insureds thatbuilds credibility, trust, and confidence.
CLAIMSMANAGEMENT
IIA Newsletter Ad 5 x 7 2016 4 gray burst_Layout 1 2/2/2016 12:01 PM Page 1
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October 1, 2016 – Changes to the National Flood Insurance Program – What do the changes mean to your clients?
You’re invited to the join FEMA Region 8 for the third of a Regional Webinar Series focused on the changes that will become effective October 1, 2016, as a result of the Biggert-Waters Act of 2012 and the Homeowner Flood Insurance Affordability Act (HFIAA). Our goal is to inform insurance agents, real estate professionals, floodplain administrators, elected officials, local officials, Tribal Leaders, and other stakeholders of changes to the National Flood Insurance Program and how these changes will affect property owners in their communities.
To sign up for one of the online sessions in August or September, 2016, please click on the following link and follow the instructions: https://www.eventbrite.com/e/region-8-webinar-series-october-1-2016-changes-tick-ets-26878786173. Registration is limited, so please sign up early and feel free to share with others professionals. The online training link, information on using the Adobe Connect webinar interface, and the conference phone line will be emailed to you prior to the webinar.
You are an important resource to explain changing flood risks and changes to insurance for your clients/residents.
Additional information the Homeowner Flood Insurance Affordability Act, visit http://www.fema.gov/flood-insurance-reform and to sign up to receive up to date information on the NFIP sign up for “Write Your Own” Bulletins at: https://www.fema.gov/write-your-own-wyo-program
If you have any questions please email them to [email protected]
Just are reminder that the times for the events are Mountain Standard Time (MST).
What Leadership Needs to Know about SalesBy: John Chapin
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In the leadership role you probably already get that sales is the primary key to massive success and prosperity. As you know, the most successful companies sell better and more than everyone else. Starbucks doesn’t have the best coffee, they’ve simply sold an enormous number of people on doing business with them. That said, to ensure colossal success for your company, here are the sales facts you want to ensure your company is living by.
Fact #1: Sales has to be at the top of the food chain.Everything starts and stops with sales. Without sales, there is no service department, no installation department, and in fact, no people because you’re out of business. Until a product is sold, nothing moves. No money goes into the bank account, trucks don’t move, customers aren’t helped, nothing gets installed or serviced, and economies stop. Companies go out of business because they don’t sell enough at high enough prices. Companies thrive because they sell enough at the right prices to cover bills, payroll, growth, and mistakes. If you want to thrive in good times and bad times, independent of the economy, the President, rules, regulations, and other factors, you do so with lots of sales. Everyone and everything has to support sales first and foremost.
Note: This is not permission for the sales department to run roughshod over everyone, treat anyone like a second-class citizen, or break rules in order to sell something. All business must be clean and ethical, and all other departments treated with the utmost respect and professionalism. Also, for the love of God, don’t ever verbalize “sales department first” to other departments. “Sales first” is an unwritten rule. I don’t want to see this in an e-mail or even scratched on a random notepad in bad handwriting. The other departments need to know and be told they are important. The key point: when push comes to shove, sales comes first. When the receptionist says, “that’s not my job” to a simple, reasonable request from sales, the receptionist’s attitude is addressed, not the salesperson’s demands or expectations.
Fact #2: Your focus needs to be on attitude and activity within the sales department. A sales team with superior attitude and activity levels will always outsell a sales team with superior skillset and products. While skillset and product are important, and will be discussed in Fact #3, the actual acts of going out and connecting with a high number of people are paramount. The most important factors are how motivated the sales team is and how many people they talk to and connect with.
When you’re hiring salespeople, you’re hiring attitude. You can’t teach drive and work ethic. You’re looking for people who are hungry, with a blue-collar mentality, and a thick skin. You’re also looking for people who are extremely persistent and resilient. They need to follow through and follow up, and follow up, and follow up.
Next, what is the activity level? Are they coming in early and leaving late, are they working on the weekends? Are they working on the right things? Are they selling anything? If you aren’t sure of their activity, go on calls with them. You can also call them, ask where they are, and surprise them in the field. I know of one company that tracks their sales reps activity via GPS. They are able to ensure they are making the required 10 to 12 sales calls a day, beginning by 9 a.m. at the latest and finishing by 4:30 p.m. at the earliest. For those of you cringing right now, the only people offended by this will be the people who aren’t doing what they’re supposed to be doing.
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Template for 8 1/2 x 11” bleed ad — allowing for 1/4” trim= 8 3/4” x 11 1/4”
Identity theft is among the fastest growing crimes in the country. Agents must act quickly to ensure their clients’ information remains safe. We have teamed up with Arlington/Roe to offer a data breach solution that goes beyond traditional coverage including:
Your agency cannot afford to be caught off-guard! For more information, contact: John Immordino, [email protected]
data breach?to respond to a
Can your insurance agency afford $200,000
Covers Paper and Electronic Records Breach Response Services Outside the Limits of Liability Coverage for Regulating Fines and Penalties
Bottom line: hire attitude, set expectations around activity level, and hold people accountable. And remember, at the end of the day it’s all about production. They are either paying their way and getting the job done, or they’re not.
Fact #3: You must invest in your sales team. A highly effective sales team needs tools, resources, training, and support. Your goal is to have them spending as much time as possible prospecting, presenting, and closing. This is going to take one: support people to do paperwork, order entry, and other non-sales related items, two: tools and resources such as CRMs, computer systems, and other technology, and three: systems and processes that standardize operations and remove all guess work. Among other items, you should have selling system in place complete with scripts, competitive information, and anything else that a salesperson could possibly need during an interaction with a prospect or customer.
Next, invest in the development of sales skills. While attitude and activity are most important, a sales team that also has great sales skills is lethal. Invest in learning tools such as books, CDs, DVDs, classes, and seminars. Salespeople should be continually practicing, drilling, and rehearsing sales skills in sales meetings, in the car, with you and other salespeople, and even with friends and family members. You should also be throwing objections at them when you simply walk by them in the office. Preparation and knowing exactly what to say are critical.
Fact #4: Everyone and everything affects sales. Everyone affects sales at your company from the receptionist, who is the first person people come in contact with, to the janitor, who runs into people walking in and out of your building, to your truckers, your customer service people, and your salespeople. All make an impression, good or bad, and that impression helps determine whether or not people do business with you. Taking it a step further, it’s my belief that because selling is your company’s most important activity, everyone should be directly involved in sales. Everyone knows people and they should all be looking for possible prospects for your product or service. Yes, even the janitor and receptionist. If they pass on a name to the sales department and a sale is made, they should be rewarded with money, a gift, or something else of value, but all employees should be sold on your product and looking for people to help.
Everything counts. From clean floors, to correct shipments, to properly spelled names, to all employees interacting with customers with caring and enthusiasm, everything sends a message as to whether or not your company is one people should do business with. Even the smallest item can affect a sale. On that note, you should be shopping your company. Call and see how the phone is answered. Ask for information. Is it sent? Does someone follow up? How and when? If they’ll know it’s you calling, have a friend or family member call.
Template for 8 1/2 x 11” bleed ad — allowing for 1/4” trim= 8 3/4” x 11 1/4”
Identity theft is among the fastest growing crimes in the country. Agents must act quickly to ensure their clients’ information remains safe. We have teamed up with Arlington/Roe to offer a data breach solution that goes beyond traditional coverage including:
Your agency cannot afford to be caught off-guard! For more information, contact: John Immordino, [email protected]
data breach?to respond to a
Can your insurance agency afford $200,000
Covers Paper and Electronic Records Breach Response Services Outside the Limits of Liability Coverage for Regulating Fines and Penalties
Take Action today by contacting:
John Immordino: [email protected] or Carolyn Hofer: [email protected]
Independent Insurance Agents of South Dakota 305 Island Drive Fort Pierre, SD 57532
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2016 IIASD Annual Convention & Trade Show The Lodge, Deadwood, SD
100 Pine Crest Lane, Deadwood, SDOctober 1st, 2nd, 3rd & 4th, 2016
Name _____________________________________________ Spouse ____________________________________ (Print as you wish it to appear on badge and roster) Will spouse attend spouses’ function? yes no Agency or Company Name __________________________________________________________________________ Address ___________________________________ City ________________________State _______Zip ________ Phone _________________________________ E-mail Address ____________________________________________
Check if you are: Agent Company Exhibitor
Payment must be sent with this form. (Checks payable to IIASD)
Payment: �Check Enclosed; or �VISA �MasterCard �American Express
Card No. ______________________________________________Card Verication No.______ Exp. Date _______
Billing Address ________________________________________________________________________________
Cardholder Name_____________________________ Signature __________________________________________
Independent Insurance Agents of SD, 305 Island Drive, Ft. Pierre, SD 57532 Phone 605-224-6234; Fax 605-224-6235; or Email [email protected]
Overflow Convention HotelSpring Hill Suites-Marriott Deadwood, SD
322 Main Street Deadwood, SD- Phone: 605-559-1600 (Tell them you are with the IIASD Convention.)
REFUND POLICY: Full refund allowed anytime prior to September 16, 2016. After September 16—no refunds allowed.
GOLF TOURNAMENT Elkhorn Ridge Golf Club
6845 Saint Onge Rd, Spearfish, SD Phone: 605-722-4653
Sunday, October 2nd, 2016 Shotgun start 11:00 AM
18 Hole Tournament; $80 per entry (Entry fee includes green fees, cart, and prizes)
Name 18 Hole Avg ___________________________________ ______
___________________________________ ______
___________________________________ ______
___________________________________ ______
REGISTRATION FEES
Registration fee entitles registrants access to all exhibits, seminars, social events, meals, scheduled entertainment,
hospitality suite, etc. See “Agenda” on reverse.
Member or Company ($135) _____
Spouse ($85) _____
Non-Member ($250) _____
Golf Tournament ($80) _____
TOTAL ENCLOSED _____
ALL Registrants must complete the individual event registration form- Page 2
2016 Convention Event Registration
Name ____________________________________________
All registrants must complete the individual event registration below. Please indicate which events you plan to attend. This will help us plan more accurately.
I plan to attend the following events:
Saturday, October 1st, 2016 [ ] 3:00 ‐ 5:00pm Young Agent’s Seminar ‐“Securing & Sustaining Your Future Today” [ ] 5:00‐ 10:00pm Young Agent’s Social
Sunday, October 2nd, 2016 [ ] 11:00 am Golf Tournament – Shotgun Start Elk Horn Ridge Golf Club, Spearfish [ ] 12:00 Noon Registration Opens [ ] 5:00 – 8:30 pm Trade Show & Opening Dine Around [ ] 8:45pm Slot and Poker Tournaments [ ] 9:00 – 12:00 pm Social Networking ‐ Hospitality Room Monday, October 3rd, 2016 [ ] 7:00 – 8:30 am Breakfast Morning Session Options: 8:30 – 11:30 am [ ] Risk Evaluation Walking Tour (3 hr CE – PC pending) Class Limit ‐ 30 [ ] Crop Update and Ag Market Forecast [ ] Differentiate Your Agency from Competition [ ] Life Insurance – 3 one‐hour sessions (3 hr CE – L/H pending) [ ] 9:00 am Spouse Event ‐ TBA [ ] 11:45am – 1:15 pm Award Luncheon [ ] 1:30 pm – 3:30 pm “SuperCharge Your Attitude and Insurance Sales” – John Chapin [ ] 3:30 pm Ice Cream Social [ ] 3:45 pm – 4:45 pm Annual Business Meeting [ ] 5:00 pm – 6:30 pm Agency Principal Social [ ] 5:00 pm – 6:30 pm Social Networking – Hospitality Room [ ] 6:45 pm – 9:30 pm Annual Banquet – Matt Baker, Comedian [ ] 9:30 pm – 12:00 pm Social Networking – Hospitality Room Tuesday, October 4th, 2016 [ ] 7:00 8:30 am Breakfast [ ] 8:30 – 11:30 am Continuing Ed Sessions (3 CE – P/C pending) [ ] 11:45 am Closing Luncheon
DIVE INTO YOUR DREAM JOB
Easy as 1, 2, 3...
InVEST is a non-profit organization dedicated to improving insurance literacy of students and attracting new talent to the industry. Learn more about InVEST by visiting www.learninsurance.org.
Take a free personality profile at learninsurance.org
and find your insurance career fit.
Explore details about the insurance position right
for you at learninsurance.org.
Visit insurancecareercenter.org to browse and
apply for open positions in the insurance
industry—all at no cost.
Jobs, internships and more atinsurancecareercenter.org
28
DIVE INTO YOUR DREAM JOB
Easy as 1, 2, 3...
InVEST is a non-profit organization dedicated to improving insurance literacy of students and attracting new talent to the industry. Learn more about InVEST by visiting www.learninsurance.org.
Take a free personality profile at learninsurance.org
and find your insurance career fit.
Explore details about the insurance position right
for you at learninsurance.org.
Visit insurancecareercenter.org to browse and
apply for open positions in the insurance
industry—all at no cost.
Jobs, internships and more atinsurancecareercenter.org
ATTN: RE‐PRODUCTION COST INSURANCE
Contact us today to learn more—you owe it to your producers…and yourself! Locally: Lee Friesen – 605‐661‐2520 – SD Marketing Representative Nationally: HeartlandCropInsurance.com or 1‐888‐785‐5566
With the dramatic downturn in grain prices, do your grain producers have enough coverage to guarantee their margin? Probably not…UNLESS…they have Production Cost Insurance, a NEW PRIVATE product offered by Global Ag Risk Solutions and exclusively from Heartland Crop Insurance.
Finally an insurance product that allows farmers the chance to farm!
The product is simple…the goal: Protect the producers 5 year historical margin…How do we do this?
Average 5 year Grain Sales (Including Hedging)‐Seed
‐Fertilizer ‐Chemical
Fixed Cost Margin Coverage ‐ FCMC
We then insure a portion of the FCMC at a level the insured chooses PLUS 100% of the actual costs of Seed, Fertilizer and Chemical.
NO need to cut back to cheap seed. NO need to cut back on fertilizer rates. NO need to skimp on chemical applications.
︠⃝ Covers both Fixed costs and Input costs!
PCI isn’t subsidized by the Federal Government so producers aren’t required to comply with programs managed by the Farm Service Agency (FSA), Natural Resources Conservation Service (NRCS) or Risk Management Agency (RMA). It is up to the producer to make the decision for their operation.
Focuses on the producer’s numbers…NO COUNTY AVERAGES! Revenue at their actual selling or contracted price‐‐ isn’t that the way it should be?
From the moment the application is signed, the worst case scenario is known. No guessing what the Projected or Harvest price ends up at‐ giving the confidence to use the right inputs, and grow the most profitable crop, in good years and bad.
FARM FOR PROFIT‐‐FARM TO SUCCEED—allow your insured’s to sleep well at night, knowing their investment is secure…Production Cost Insurance.
We know how tough managing risk in today’s industry can be. Heartland Crop Insurance can provide the answer.
A private, revenue‐based, risk management insurance solution that does what no other insurance can do.
5 year average
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POWER IN PARTNERS August 2016
DIAMONDProgressive Insurance Co.
Risk Administration ServicesPLATINUM
Farmers Mutual of Nebraska Financial Markets Inc.
Great American Insurance Co.Great Plains Brokerage
Nationwide Mutual Insurance Co.QBE NAU
GOLD Acuity
CGB Diversified Services, Inc. Columbia Insurance Group Continental Western Group
Dakota Claims ServiceDoss & AssociatesEMC Insurance Co.
Farmers Mutual Hail of IowaGraber & Associates
Intek Cleaning and Restoration International Ag Insurance Solutions
Le Mars Insurance Co.Liberty Mutual Insurance Midwest Family Mutual
North Star Mutual Insurance Co.Pro Ag
Rain & Hail, LLCSFM Mutual Insurance Co.
The IMT GroupUnited Fire Group
Western National InsuranceSILVER
Accident Fund Ins Co. of America American West Insurance
ArmTech Insurance Services Auto-Owners Insurance
Avera Health Plans Buckeye Insurance GroupFarmers Alliance Mutual
NCMIC Finance CorporationNorth American Software Associates
Northwest GF Mutual Insurance Risk Placement Services
Rural Community Insurance ServicesSafeCo
Swiss ReState Auto Insurance Co.
BRONZEBerkley Risk Administrators
Bjornson/Sentinel E & L Expansion Capital Group LLC
Grinnell Mutual Reinsurance Co. Insurance Alternatives, LLC
Missouri Valley Mutual Insurance Co.
